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Survey Reviews:

And the survey said...

As a member of Intellect we have had the opportunity to review a report called "Software & Services in Focus - an Insight in to the Industry" a joint effort between Intellect and KPMG that was based on results from a benchmarking study of the sales operations of Intellect members.

It is clear that for IT Software or Services companies the market is incredibly tough, and with fewer available opportunities it has uncovered issues in the sales operation that had previously remained hidden and these are now causing great concern for CEO’s and other Senior Directors.

On average, 58% of respondents reported that they have an issue within the sales operation (with 75% of large companies reporting dissatisfaction). You may be able to relate to some of the comments made:

"It’s tough to find high quality sales people with a good track record who can sell and who have business knowledge"

"There is a lack of the requisite skills needed in the market place, especially as the market is moving rapidly towards solution selling"

"Finding new business is a problem"

"IT purchases now have to be backed by compelling business cases"

"A new sales process supported by tools, information and well educated sales staff is well overdue"

A copy of the report is available from the KPMG site or contact us to discuss how Performative can help you address the issues.

Do you have similar issues?

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(01494 582084

Main Site: www.performative.net

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